What's Important Now
By Steve Bell
What's important to buyers of legal services? Well....lots. In a long career of dissecting the attributes of law firms through the lens of buyers, Michael Rynowecer, President of BTI Consulting, speaks to17 attributes, ranging from "meets technical specifications" to "quality offerings" to "breadth of services." But of these 17, Rynowecer says, the four that truly create client allegiance are:
- Commitment to help
- Provides value for the dollar
- Client focus, and
- Understands the client's business
September marks the advent of a new business season. As we enter this season, all providers of legal services need to consider -- at every intersection with clients -- how they are delivering on these clearly stated client needs/wants. Addressing them robustly and fiercely is how lawyers and law firms not only deliver distincitive legal services but also create value and totally engaged clients.
1 Comments:
I like this a lot Steve. It is absolutely critical to get in touch with the client like never before. One of my favorite practices is taking the information I glean from client feedback interviews and helping firms turn that in to an action plan geared toward nothing short of wowing the client because if firms aren't focused on that, there surely is a competitor waiting in the wings who WILL do that!
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